Mastering First Principles in Sales: Transform Your Approach
Principle 1: Don't try to convince the customer to think and feel like you do.
Unexpected Sales Lessons from a Master Bartender
If you master connection then nobody is buying off the right-hand side of the menu.
The Simple Formula for Getting Everyone to Use a New Strategy
Every choice, big or small, either reinforces your brand’s identity or confuses it.
Mastering the Art of Sales: Substance or Style?
One client didn't want me back because my backup wore nicer shoes.
Time Management for Sales Success: Feed the Ducks Wisely
There are days when you're not going to want to do work. And that's okay.
Quality vs. Price: Why Paying Too Little Can Cost You Everything
You can't apologize for your price. There's a good reason for it.
Sales Success Secrets: How Being the “Dumbest” Person in the Room Wins
People hear "dumbest" as a negative, when it's actually the most curious.
The Psychology of Pricing: Anchoring Techniques
Adding a decoy can increase selection of the most expensive option from 32% up to 84%.
Mastering Sales Onboarding: Tips for Training New Reps
Replacing someone due to poor onboarding can cost 50% of their annual salary.
How Do I Get More Good Leads
Let's cut to the chase on how to attract the high-quality leads that want what you’re offering.
Reframing the Recruitment Riddle
Your lures have to be more attractive than the same-old benefits package of your competitors.
Recruiting, Rewarding and Retaining
33% of high performers plan to leave their company. But if they're formally recognized it drops to 14%.
How Well Do You Know Them?
What the Chamber of Commerce and a wedding bartender know about your customers and 25%-95% profit growth.
The Missing Element in Sales Training: Mastering Resilience
Optimistic salespeople sell 56% more, but how do they stay positive?
Is Retail Service Really Dead? A Lesson in Patience and Understanding
How to model understanding so your team feels better and delivers for your customers.